V-Deloitte - Enterprise Value Map

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Optimize depreciation methods/lives for property, plant and equipment Optimize valuation and costing methods for inventories (LIFO, FIFO, uniform capitalization, shrinkage, obsolescence, etc.) Ensure full utilization of tax carryforwards (credits, net operating losses, capital losses, etc.) Consider tax implica- tions in the location/ selection of facilities (distribution centers, service centers, branches, etc.) Improve sales forecasting and campaign execution processes and tools Improve relationship/account development processes Improve skills of sales staff Provide staff with better customer information (demographics, inquiry history, etc.) Improve staff incentives around sales efficiency Improve processes for generating, qualifying and assigning leads Improve field sales and telesales processes Consolidate/realign sales territories Improve terms with sales channels Improve terms with service providers (network services, airlines, information services, etc.) Improve terms on leased sales assets (computers, vehicles, etc.) Target new geographies Target new segments within current geographies Expand sales and advertising channels Acquire new product and service offerings Pursue joint-venture, partnership and OEM arrangements Increase focus on high-value/high- potential customers Increase focus on most profitable products and services Increase focus on most effective sales and advertising channels Improve brand strength and good will Increase time spent selling Improve quality and assignment of sales leads Improve access to information and analytical tools Improve sales and marketing skills of staff Improve alignment of staff incentives with strategic objectives Improve effectiveness of marketing, advertising and sales processes Tailor marketing and sales approaches to customer segments Tailor products and services to new customer segments Evolve product and service features, functionality and value Improve total customer experience (purchasing, fulfillment, usage, support, service, etc.) Increase focus on high-value/high- potential customers Improve responsiveness to customer complaints/ feedback Improve understanding of customer needs Proactively manage transition points (life events, ends of contracts and leases, etc.) Tailor account management approaches to customer segments Maintain competitive functionality and value Tailor cross-sell/up- sell offers to customer needs Implement pricing and affinity programs based on volume and breadth Offer value-adding product and service bundles Improve effectiveness of cross-sell/up-sell processes Implement proactive and reactive cross- sell and up-sell campaigns Improve staff incentives for cross- selling/up-selling Improve identification of cross-sell/up-sell opportunities Increase focus on high-value/high- potential customers Increase focus on most profitable products and services Increase focus on most effective sales and advertising channels Improve retention and win-back processes Build customer satisfaction and retention into staff incentives Improve understanding of churn/defection drivers Improve identification of churn/defection candidates Increase focus on high-value /high- potential customers Improve competitiveness of product and service offerings Shorten time-to- market Improve brand awareness / Elevate brand image Increase emphasis on supply chain management (production, distribution and sales pipelines) Obtain exclusive agreements with partners (licenses, distributorships, etc.) Improve features and functionality of products and services Improve quality and reliability of products and services Improve product and service lifecycle management Improve communication and coordination with distribution centers Improve communication and coordination with sales channels Improve focus on higher-value segments Rationalize and/or refocus channel/ media usage Rationalize and/or refocus product and service portfolios Rationalize targeted customer segments Improve campaign design and management processes and tools Improve skills of marketing staff Improve staff incentives around marketing efficiency Provide staff with better market and customer information Improve definition of product and service specification Improve product and service launch processes Provide staff with better competitive information Improve tailoring of marketing and advertising approaches to customer segments Improve terms with advertising channels Improve terms with service providers (researchers, information services, advertising channels, etc.) Improve emphasis on product quality and ease of service Design products for ease-of-use / self- service Route low-value transactions to lower- cost sales channels Improve routing of service requests to appropriate staff Increase use of lower- cost service and information channels (contact centers, automated voice response, web, etc.) Improve workforce planning and dispatch processes and tools Improve capacity/ demand planning processes, skills and tools Improve service and support processes Improve skills of service staff Provide staff with better customer information (profiles, transaction histories, etc.) Improve incentives around service efficiency and effectiveness Improve terms with service providers (network services, outsourced functions, etc.) Improve terms on leased service assets (computers, vehicles, etc.) Improve forecasting, planning and prioritization skills and tools Improve credit analysis processes Improve skills of order management and billing staff Provide staff with better customer and order information Improve incentives around order management efficiency Improve pick, pack and ship processes Improve provisioning/ installation processes Improve invoicing/ billing processes Improve policies and processes around merchandise returns Improve terms with service providers (delivery services, outsourced functions, etc.) Improve terms on leased assets (computers, vehicles, etc.) Consolidate and/or re-architect data stores Increase utilization of IT, telecom and network resources (servers, routers, network capacity, etc.) Improve design, development and testing processes Improve processes for managing system operations, mainten- ance and changes Improve end-user support and administration processes Improve selection, acquisition and contracting processes Improve installation/ deployment processes Improve technical and project management skills of staff Improve dispatch, diagnostic, resolution and replacement processes Improve incentives around IT/network efficiency Improve terms with service providers (contractors, network services, consultants, etc.) Improve terms on purchased and leased assets (PCs, servers, network equipment, leased lines, etc.) Improve terms on purchased and leased real estate, furniture and fixtures Increase utilization of real estate Improve capacity/ demand planning processes and tools Improve real estate design and develop- ment processes Improve operational processes (administration, security, energy, HVAC and maintenance) Improve real estate selection, acquisition and contracting processes Improve real estate improvement and deployment processes Improve terms with service providers (security, energy, etc.) Improve terms on improvements (HVAC, cabling, etc.) Improve terms with third-party product and service providers (payroll, benefits, training, etc) Reduce salary and benefits costs / Improve value of employee benefits Improve capacity/ demand planning processes and tools Implement/improve company-wide processes and tools for assessing staff performance Improve recruitment and orientation processes Improve skills of HR staff Provide staff with better HR information and tools Improve training processes Improve salary and benefits administra- tion processes / Increase employee self-service Improve payroll processes Improve performance assessment processes Rationalize/ consolidate vendor portfolio Increase focus on higher-value vendor partnerships Improve collaboration with vendors Increase use of lower- cost channels (self-service, etc.) Improve assignment of procurement transactions to appropriate staff Improve demand planning processes and tools Improve product procurement processes (equipment, supplies, etc.) Improve service procurement processes (travel, contract labor, etc.) Improve contracting and negotiation skills of procurement staff Provide staff with better product and service information Improve incentives around procurement efficiency Improve terms on equipment and supplies Improve terms with service providers (equipment maintenance, delivery, warehousing, etc.) Improve terms with service providers (information services, consultants, etc.) Improve strategic planning processes Improve skills of business management staff Provide staff with better managerial information and tools Improve incentives around business planning efficiency Improve program planning processes Improve capital budgeting processes Improve program management processes Improve accounting and measurement processes Improve terms with financial services providers Improve cash/treasury management practices Improve skills of financial management staff Improve incentives around financial management efficiency Improve debt and equity management processes Increase focus on materials-efficient production mechanisms Rationalize and/or refocus product portfolio Increase emphasis on designing for materials efficiency Rationalize/ consolidate vendor portfolio Focus efforts on higher-value vendor relationships Improve terms on materials purchases Rationalize order quantities and timing Improve materials performance management methods and tools Improve demand forecasting processes, skills and tools Improve ordering and receipt processes (raw materials, intermediate materials, finished components, etc.) Improve materials efficiency of production processes Improve contracting and negotiation skills of purchasing staff Provide staff with better product information and tools Design products to use cost-effective materials Improve terms with service providers (delivery, warehousing, etc.) Rationalize and/or refocus product portfolio Improve focus on higher-value products Rationalize production quantities and timing Increase use of lower- cost production channels Improve terms with service providers (outsourced functions, etc.) Improve terms on equipment purchases Improve production performance management methods and tools Improve demand forecasting processes, skills and tools Improve capacity planning processes, skills and tools Improve production scheduling and staging processes Improve utilization of production channels / Reduce downtime Improve skills of production staff Provide staff with better production information and tools Improve incentives around production efficiency Improve coordination with business partners Improve manufacturing and quality control processes Rationalize and/or refocus product portfolio Rationalize/ consolidate vendor portfolio Improve focus on higher-value vendor relationships Improve terms on merchandise purchases Rationalize order quantities and timing Improve merchandising performance management methods and tools Improve demand forecasting processes, skills and tools Improve assignment of transactions to appropriate staff Improve merchandise ordering and receipt processes Improve skills of merchandising staff Provide staff with better information and tools Improve incentives around merchandising efficiency Improve coordination with vendors Improve terms with service providers (delivery, warehousing, etc.) Rationalize and/or refocus product portfolio Increase emphasis on designing and packaging for distribution Increase quality and consistency of materials Rationalize production quantities and timing Rationalize merchandise order quantities and timing Increase use of lower- cost logistics and distribution channels Improve inventory receipt and storage processes Improve transport and delivery processes/ algorithms Improve skills of inventory and distribution staff Provide staff with better information and tools Improve incentives around inventory/ distribution efficiency Improve logistics performance management methods and tools Improve demand forecasting processes, skills and tools Improve terms with service providers (transport, warehousing, etc.) Improve focus on higher-value customer segments and products Rationalize and/or realign product development efforts Increase use of lower- cost product development channels Improve product conception/initiation processes Improve utilization of product development channels Improve skills of product development staff Improve definition of product and service specifications Improve incentives around product development efficiency Improve prototyping, piloting and testing processes Improve design and development processes Improve identification and discontinuation of unsuccessful efforts License or acquire products and intellectual property Develop business models with low real estate requirements Reduce number of data centers, branch offices, dealerships, retail outlets, etc. Outsource business functions Increase use of leased real estate Improve terms on property and facilities Reconfigure facilities / Increase utilization of facilities Increase use of flexible facilities Divest low-utilization real estate Rationalize and/or refocus product and service portfolios Outsource business functions Increase use of leased production equipment Improve terms on IT systems Increase use of flexible/expandable production equipment Increase emphasis on design for manufacturability and service Divest low-utilization equipment Improve effectiveness of plant maintenance Improve terms on infrastructure Divest low-utilization infrastructure Increase use of flexible and expandable infrastructure Increase use of leased infrastructure Rationalize and/or refocus product portfolio Rationalize and/or refocus customer segments and distribution channels Develop low-Inventory business models Increase emphasis on build-to-order Improve terms on merchandise Improve collaboration with vendors/partners Improve demand forecasting Consolidate inventory Improve logistics/ distribution efficiency Divest low-demand/ obsolete inventory Rationalize and/or refocus product portfolio Shorten production cycles Rationalize raw materials Increase use of just- in-time procurement Improve demand forecasting Improve terms on materials Divest obsolete materials Coordinate management of credit/receivables across business units Increase focus on customer segments with low credit/loan needs Tighten credit/loan terms Improve assessment and benchmarking of credit/receivables performance Improve management of delinquent accounts Coordinate management of payables across business units Leverage credit rating to lengthen payment cycles and reduce interest rates Leverage breadth of vendor relationships to lengthen payment cycles Improve management of debt portfolio Improve identification and prediction of industry and market trends Improve identification of opportunities and threats Improve strategy development capa- bilities at corporate and business-unit levels Improve alignment of budgets and capital programs with strategic priorities Improve executive development, recruiting and succession planning Improve identification, assessment and execution of M&A/divestiture opportunities Improve communication of strategic directions and priorities Improve structuring and launch of cohesive program portfolios Improve coordination and communication across programs and projects Improve program/ project management methods and tools Improve alignment of projects with program and business objectives Improve measurement and reporting of operational and financial performance Improve analysis of managerial information Improve focus on most important managerial information Improve communication around improvement priorities Improve ability to launch improvement efforts Improve quality and consistency of performance assessment methods Improve career options and paths Align management and staff incentives with company performance Improve monetary and non-monetary recognition of staff contributions Improve breadth, depth, quality and timeliness of perform- ance information Improve effectiveness of organizational structures and governance models Increase emphasis on quality management and benchmarking Improve process innovation skills of staff Improve depth and breadth of staff technical skills Improve quality and speed of communication with partners Improve ability to integrate merged and acquired organizations Improve ability to identify and assess partnering opportunities Improve management of partner relationships Improve integration of business processes across partner networks Improve value delivered to customers Improve value delivered to partners (vendors, channel partners, etc.) Improve value delivered to employees Improve identification of opportunities to increase value to stakeholders Improve understand- ing of stakeholder interests (customers, shareholders, regulators, employees, suppliers, partners, alumni, etc.) Improve conversion of strong relationships into sources of com- petitive advantage Improve communication with stakeholder groups Improve agility and flexibility of organizational structures Improve agility and flexibility of governance models Improve flexibility of business processes Improve versatility of managers and staff Improve flexibility and versatility of IT systems and platforms Rationalize customer portfolio Improve responsiveness to customer requests and inquiries Improve tracking of customer interactions (purchases, support requests, etc.) Improve identification of valuable customer relationships Refocus and/or refine retention priorities and strategies Create barriers to switching Solicit and respond to customer feedback Implement affinity programs Increase emphasis on differentiated products and services Improve demand forecasting Improve understanding of customer, product and channel profitability Consolidate or outsource service and support operations Differentiate service treatment of customers/segments Provide staff with better product and service information Improve financial risk management processes Increase use of lower- cost delivery/ installation channels (self-service, partners, etc.) Increase use of lower- cost billing channels (automated, self-service, etc.) Differentiate treatment of customers/ segments Improve emphasis on design for packing/ shipping efficiency Consolidate or outsource order fulfillment functions (pick, pack and ship, install, provision, etc.) Consolidate or outsource billing operations Consolidate or outsource design, development and deployment services Consolidate or outsource operations and maintenance services Consolidate or outsource end-user support Consolidate company real estate/facilities Consolidate or outsource design and development functions Rationalize IT application portfolio Consolidate or outsource improvement and deployment Consolidate or outsource property management functions Increase use of lower- cost real estate and facilities / Relocate business operations Consolidate or outsource benefits administration functions Consolidate or outsource payroll functions Consolidate or outsource recruitment functions Refine vendor strategies Standardize product catalogs (equipment, office supplies, promotional materials, etc.) Consolidate or outsource procurement functions Consolidate and/or align business planning, management and reporting functions Improve alignment of organization struc- tures and governance models with business strategies Consolidate and/or align financial planning, management and reporting functions Consolidate and/or align financial accounting and analysis functions Improve incentives around procurement efficiency Increase emphasis on design for production efficiency Consolidate or outsource production functions Refine/align logistics and distribution strategies Increase focus on higher-value products and partners Consolidate/ outsource logistics and distribution functions Rationalize and/or refocus product and service portfolios Consolidate or outsource product development functions Increase emphasis on modular, extensible, scalable designs Consolidate IT systems, production lines and service mechanisms Increase emphasis on high-turn products Increase emphasis on designing for manufacturing efficiency Improve collaboration with vendors/partners Increase emphasis on designing for materials efficiency Increase focus on vendors with favorable payment terms Increase emphasis on risk-informed, scenario-based planning Increase emphasis on enterprise-wide program planning and collaborative program delivery Increase emphasis on continuous, proactive perform- ance management Improve determination of key performance metrics and targets Establish a culture centered on operational excellence Increase focus on partnership, merger and acquisition opportunities Increase focus on stakeholder relationships Establish process improvement and innovation as key competencies Establish management of key stakeholder relationships as organizational priority Increase focus on business agility and flexibility Establish agility and flexibility as key competencies Increase integration of business processes across organizational boundaries Improve partnership and collaboration skills of staff Improve utilization of sales staff Improve utilization of service staff Provide staff with better product, service and competitive information Implement integrated applications across organizational boundaries Consolidate IT, telecom and network equipment and facilities Utilize more efficient production equipment Improve quality and consistency of manufacturing materials ' 2004. 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Confidential. 0104 Improve value / Decrease prices Improve assessment and benchmarking of business process performance Improve sharing of knowledge across organizational boundaries Improve sharing of knowledge across organizational boundaries Improve business continuity planning and disaster recovery capabilities Improve ability to develop and spin-off new businesses Increase focus on risk management and regulatory compliance Improve focus on price-insensitive customer segments Increase emphasis on differentiated pricing across customer segments Improve understanding of customer price sensitivity Align advertising with pricing strategies Improve tailoring of offerings to customer needs Increase use of differential pricing mechanisms (based on customer value, risk, etc.) Increase emphasis on preventive equipment maintenance Defer/change timing of capital investments Increase utilization of production equipment Increase focus on managerial, forward- looking information Improve understanding of product/service value to customers Increase focus on pricing effectiveness/ price optimization Increase focus on R&D, product innovation, and product leadership Broaden product and service offerings Improve product/ service R&D and deployment capabilities Adapt current products and services for new segments/ channels Improve product- and service-innovation skills of staff Increase emphasis on service prevention / Reduce need for service Increase emphasis on designing for service efficiency and self- service Route low-value transactions to lower- cost sales channels Improve routing of service requests to appropriate service channels Increase use of cheaper service channels Improve service performance management methods and tools Improve workforce planning, dispatch and assignment processes and tools Improve capacity/ demand planning processes, skills and tools Improve service and support processes Improve skills of service staff Provide staff with better customer information (profiles, transaction histories, etc.) Improve staff incentives around service efficiency Improve terms with service providers (outsourced services, network services, information services, etc.) Improve terms on leased service assets (computers, vehicles, etc.) Consolidate or outsource service operations Differentiate treatment of customers/ segments Provide staff with better product, service and contract information Rationalize and/or refocus services offered Improve utilization of service staff Improve focus on higher-value customer relationships Convert free services to fee-based services Align product and service prices with value to customers Establish product, service and process innovation as key competencies Improve product innovation processes Improve product, service and process innovation skills of staff Improve assignment of accountability and authority Improve effectiveness of organizational structures Dynamically cancel or redirect ineffective/ obsolete programs and projects Improve tracking and communication of program/project progress Improve assignment of resources to projects Improve program/ project management skills of staff Improve management of vendors/service providers Establish program/ project delivery as a key competency Improve alignment of customer, product, advertising, sales, service, support, and fulfillment strategies Develop, spin-off and sell new businesses Improve investment returns on cash/ treasury funds License or sell intellectual capital to other enterprises Improve brand strength and good will Improve brand strength and good will Sell appreciated assets Increase emphasis on generating revenue from company assets Increase focus on developing and protecting intellectual capital Increase focus on creditworthy customer segments Improve collections processes Improve and standardize credit assessment processes Differentiate credit treatment of customers/segments Improve understanding of customer needs Increase focus on expansion of customer relationships Improve product and service withdrawal and retirement processes Acquire competitors Improve establishment of and adherence to service- level targets Increase use of distance/on-line learning Establish customer communities Improve cross-sell and up-sell approaches/models Apply brand to new and unbranded products Develop and leverage strong/unique partner relationships Develop and leverage strong brand Develop strong customer relationships and communities Develop and utilize unique physical resources (facilities, land, etc.) Develop and utilize unique human resources (thought leaders, managers, subject matter experts, etc.) Develop and leverage intellectual capital (copyrights, patents, trademarks, etc.) Increase focus on strategic assets Improve asset development skills of management and staff Improve incentives around asset development Establish development of strategic assets as a key competency Increase emphasis on leveraging strategic assets Shorten production cycles Improve development and analysis of business cases Improve security of applications, systems and data Improve cost accounting and allocation of shared/ overhead costs Improve recruiting effectiveness Improve relationship management strategies for key stakeholder groups Improve value delivered to shareholders Rationalize and/or refocus product and service portfolios Rationalize and/or refocus product and service portfolios Improve physical security of people Improve communication and knowledge transfer across organizational boundaries Consolidate or outsource learning and development functions Increase emphasis on people/talent development Improve talent management models and programs Improve identification of stakeholder groups and establishment of priorities Improve value delivered to other stakeholders (public, alumni, analysts, etc.) Shorten order-to- delivery cycle time / Improve product and service availability Increase emphasis on design for configurability/ customization Improve platform and portfolio strategies for products and services Increase emphasis on time-to-market and time-to-production- volume Increase number and quality of product and service launches Increase utilization of modular, reusable designs Improve collaboration with design, development and production partners Improve reuse of product and service components Improve management of product lifecycles (launch through retirement) Increase emphasis on account/relationship development Improve account management skills of staff Improve incentives for product development and innovation Improve incentives for account/relationship development Improve account management strategies Shorten order-to- delivery cycle time / Improve product and service availability Improve total customer experience (purchasing, fulfillment, usage, support, service, etc.) Improve execution of market- and supply- driven promotions Improve structuring and pricing of promotions Improve coordination with suppliers and sales channels Improve use of supply- and capacity- driven promotions Increase use of promotions Rationalize and/or refocus product and service portfolios Improve focus on segments with lower average cost-to-serve Improve collaboration with partners and customers Increase use of vendor-managed/ vendor-warehoused inventory Improve due-date reliability Manage procurement on a national/global basis Utilize national/global purchasing power Increase focus on component reuse Reduce procurement cycle times Improve collaboration with vendors Improve design/ structure of distribution networks Align production and merchandise ordering schedules with distribution schedules Improve retrieval processes Manage purchasing on a national/global basis Refine and/or align merchandising strategies (central vs. local merchandising, etc.) Improve use of national/global purchasing power Increase use of vendor-managed/ vendor-warehoused inventory Increase use of vendor-managed/ vendor-warehoused inventory Increase use of vendor-managed/ vendor-warehoused inventory Improve product and service introduction/ launch processes Rationalize production facilities Rationalize production quantities and timing Rationalize merchandise order quantities and timing Increase use of vendor-managed/ vendor-warehoused inventory Rationalize production quantities and timing Increase emphasis on use of common components Increase utilization of standardized components Manage materials sourcing on a national/global basis Increase use of vendor-managed/ vendor-warehoused inventory Increase emphasis on customer retention Proactively manage transition points (life events, ends of contracts and leases, etc.) Offer value-adding product and service bundles Improve focus on employee retention Improve employee retention programs Utilize more efficient IT systems Utilize more flexible/expandable IT systems Improve maintenance of IT systems Increase utilization of IT systems Divest low-utilization IT systems Improve terms on production equipment Improve focus of company resources on high-priority initiatives Increase emphasis on cross-business-unit and cross-company collaboration Increase proactive pursuit of partnerships, mergers and acquisitions Increase emphasis on customer satisfaction Improve quality assurance programs Sell or lease excess capacity to other enterprises (production capacity, service capacity, etc.) Coordinate pricing of complementary products and services (razors v. blades / product v. shipping charges, etc.) Improve price/margin knowledge of staff Build product margins/profitability into sales incentives Rationalize portfolio of financial services providers Improve audit and compliance management processes Improve business case development and analysis processes Improve breadth, depth and quality of financial information (asset, budget, price/cost, treasury, debtor/creditor, performance, tax, risk, etc.) Improve budgeting and forecasting capabilities Improve financial reporting efficiency Improve asset management processes (fixed and variable assets) Improve integration of IT systems across partner networks Increase emphasis on operational integration with partners Remove barriers to switching Improve contract management processes (negotiation, execution and compliance) Refine vendor/ supplier strategies Consolidate or outsource merchandising functions Establish cross-company collaboration as a key competency Improve performance and reliability of IT systems/platforms (applications, equipment, networks, etc.) Improve breadth, depth, quality and timeliness of business information Improve access to and distribution of business information Develop and utilize unique IT resources (applications, networks, etc.) Improve understanding of current customer satisfaction Improve visibility of customer relationships and interactions across all channels Improve adherence to contracts and agreements Increase focus on higher-value products and services Improve focus on higher-value advertising channels/ media Focus sales efforts on higher-margin products and services Increase use of lower- cost sales channels (telesales, outlets, self- service, etc.) Improve focus on higher-value customers/segments Rationalize and/or refocus product and service portfolios Bypass current channels / Sell directly to customers Rationalize targeted markets and customer segments Improve analytical processes and tools Improve channel management processes and tools Outsource property tax administration activities (compliance, assessment, negotiations, etc.) Improve business performance reporting processes Improve alignment of HR and technology strategies with business strategies Improve manage- ment of regulatory compliance Develop and leverage political relationships and alliances Develop and cultivate good will Improve anticipation and understanding of current and potential regulations/legislation Improve effectiveness of legislative/lobbying efforts Acquire companies in targeted geographies Acquire companies with relationships in targeted customer segments Improve methods and tools for managing sales and marketing performance Acquire companies aligned with product strategies Improve methods and tools for managing innovation performance Increase focus on divestiture and reinvestment Divest non-performing and non-strategic business units Align M&A strategies with business objectives Improve/standardize M&A processes Improve understanding of internal value and market value of business units Increase considera- tion of M&A and divestiture options Improve account management methods and tools Improve sales performance management methods and tools Improve retention performance management methods and tools Improve managerial methods and tools Improve methods and tools for managing demand/supply performance Improve methods and tools for managing pricing performance Improve marketing and advertising performance management methods and tools Improve sales performance management methods and tools Improve service and support performance management methods and tools Improve order management methods and tools Improve procurement performance management methods and tools Improve real estate performance management methods and tools Improve HR performance management methods and tools Improve/consolidate IT performance management methods and tools (utilization, performance, capacity planning, etc.) Improve product development performance management methods and tools Improve understanding of business unit performance and market values Consolidate device management information and tools Improve alignment of capital budgets and program plans with business priorities Improve alignment of business unit strategies with enterprise strategies Improve alignment of financial strategies with corporate strategies Strengthen enterprise-wide financial reporting standards Increase focus on business insight and forward-looking information Improve integration of short- and long-term business planning Improve leadership and management skills of executives Increase emphasis on continuous, proactive management of investment portfolios Improve vendor management skills of staff Improve involvement of operational staff in project delivery Improve accountability/ authority of program and project resources Improve effectiveness of program/project governance models Increase focus on key performance metrics Increase focus on business continuity planning Increase focus on project quality and risk management Increase focus on realization of targeted business benefits Improve identification and management of program/project risks Continuously track and manage the realization of project benefits Structure programs/ projects to deliver benefits progressively Improve access to and distribution of performance information Improve understanding of partner strengths, weaknesses and interests Improve ability to structure and implement durable, mutually beneficial partnerships Improve agility and flexibility of partner organizations and networks Develop and utilize unique production resources (methods, equipment, facilities, etc.) Rationalize/ consolidate vendor portfolio Improve coordination of payments across business units Improve assessment and benchmarking of A/P performance Refine days- outstanding strategy Improve alignment of A/P systems and processes with days- outstanding strategy Refine credit/days- receivable strategy Improve management of credit risk across business units Improve management of credit/loan portfolio How Value is Created (Value Drivers) What You Can Do (Improvement Levers: Business Processes, Assets and Organizational Capabilities) Other Shared / Corporate Services (Real Estate, Procurement and Other) Human Capital Strategy and Management (Recruitment, Development, Administration and Performance Management) IT Strategy and Management (Design, Development, Deployment, Operations and Performance Management) Business Strategy and Management (Business and Financial Strategy, Mergers and Acquisitions, Tax Management, Risk Management, Compliance Management, Program Management and Performance Management) Customer Strategy, Relationships and Interactions (Marketing, Sales, Delivery/Provisioning, Billing and Service) Product Strategy, Development and Production (Innovation and Design, Supply Chain Management, Production Operations and Logistics) BUSINESS PROCESS GROUPINGS All Process Groupings (Action may apply to all processes) Change What You Do - What you provide - Whom you target and serve - How you compete - Where you deploy resources - Which operations you outsource Do What You Do Better - Strengthen governance approaches - Align resources with strategies - Improve business processes - Hone strategic capabilities - Manage tax impacts and opportunities - Improve control / reduce risk - Collaborate more effectively - Satisfy customers, employees and other stakeholders Note: Many actions could logically be associated with other or multiple process groupings. For example, many customer and product actions are likely to have heavy IT and HR components. Acquire New Customers Retain and Grow Current Customers Leverage Income- Generating Assets Strengthen Pricing Improve Customer Interaction Efficiency Improve Corporate/Shared Services Efficiency Improve Development & Production Efficiency Improve Logistics & Service Provision Efficiency Improve PP&E Efficiency Improve Inventory Efficiency Improve Receivables & Payables Efficiency Improve Management & Governance Effectiveness Improve Execution Capabilities Marketing & Sales Account Management Cross-Sell/ Up-Sell Retention Demand & Supply Management Price Optimization Marketing & Advertising Sales Customer Service & Support Order Fulfillment & Billing IT, Telecom & Networking Real Estate Human Resources Procurement (Excluding Production Materials & Merchandise) Business Management Financial Management Materials Production Merchandising Logistics & Distribution Product Development Real Estate & Infrastructure Equipment & Systems Finished Goods Work in Process & Raw Materials Accounts, Notes & Interest Receivable Accounts, Notes & Interest Payable Business Planning Program Delivery Business Performance Management Operational Excellence Partnership & Collaboration Relationship Strength Agility & Flexibility Product & Service Innovation Service Delivery Cash/Asset Management Strategic Assets Volume Price Realization Selling, General & Administrative (SG&A) Cost of Goods Sold (COGS) Property, Plant & Equipment (PP&E) Inventory Receivables & Payables Company Strengths External Factors Revenue Growth Operating Margin (after taxes) Asset Efficiency Expectations Improve customer incentives for accelerated/on-time payment Improve cross- selling/up-selling skills of staff Improve customer service and retention skills of staff Increase focus on product innovation Improve management of trade/indirect taxes (sales/use, VAT, GST, etc.) Improve tax collection and remittance processes Improve management of international staff costs (immigration, payroll, staff support, international equity, etc.) Utilize available federal, state and local employment/ training incentives Improve technology and data risk management processes Improve compliance management processes Improve tax manage- ment processes (direct and indirect tax management) Optimize tax benefits associated with self- constructed assets (plant, facilities, internally- used software, etc.) Improve management of transfer pricing Improve management of trade and indirect taxes (sales/use , VAT, GST, etc.) Improve management of transfer pricing Improve incorporation of risk analysis in business planning (internal and external risk) Integrate tax oppor- tunities and issues into business planning processes Improve identification and mitigation of operational risk (people, process, tech- nology, data, etc.) Improve quality of information provided to stakeholders (accuracy, timeliness, transparency & predictability) Develop and utilize unique information resources (customer, product, market, etc.) Improve management of organizational change in support of initiatives Improve operational risk management processes Improve consideration of tax implications in the acquisition and disposition of assets Maximize tax benefits associated with major business decisions (M&A, consolidation, out- sourcing, site selection, etc.) Increase emphasis on permanently lowering the company's effective tax rate Improve accuracy and timeliness of tax provision and cash outflow forecasts Improve focus of tax function/department on proactive tax planning Integrate tax oppor- tunities and issues into business planning processes Optimize accounting methods and selec- tion of accounting periods Migrate income to low-tax jurisdictions Utilize international financing opportuni- ties to minimize after- tax borrowing costs Optimize expense vs. capitalization of costs (M&A costs, R&D costs, etc.) Improve identification and application of R&D tax incentives Improve ability to utilize offshore cash/ assets and move between geographies Improve ability to utilize offshore cash/ assets and move between geographies Improve management of transfer pricing Improve ability to utilize offshore cash/ assets and move between geographies Ensure proper valuation of property for tax purposes Build tax opportunities into real estate transactions (income deferral, location credits and incentives, leasing terms, etc.) Improve tax benefits of compensation and benefit programs (deferred and equity-based comp; retirement and healthcare benefits, etc.) Manage payroll tax impacts of business initiatives (M&A, consolidation, restructuring, relocation etc.) Optimize utilization of available sales/use tax exemptions Improve management of indirect taxes (sales/use, VAT, customs duties, etc.) Ensure adequate documentation of significant tax positions (earnings & profits, transfer pricing, tax opinions, etc.) Accelerate or defer income/expenses Clarify governance roles and responsi- bilities (delegation of authority, segregation of duties, etc.) Implement/enhance anonymous employee reporting and feed- back mechanisms Align compensation and incentive systems with strategies, values and ethics Improve under- standing of regulatory requirements Strengthen corporate governance structures (composition, selection, roles, etc.) Strengthen training/ education of board and audit committees Strengthen and communicate mission, vision, values and ethics Improve focus on internal controls and regulatory compliance Build values and ethics into corporate culture Increase emphasis on risk identification and management Improve risk planning, mitigation and control approaches Improve monitoring and management of regulatory compliance Improve company- wide monitoring and management of risks Improve identification and assessment of risk (strategic, operational, investment, financial, com- pliance, data/privacy, etc.) Improve monitoring and management of risk and compliance (strategic, operational and financial risks; regulatory and tax compliance) Deloitte Enterprise Value Map TM (Practical paths to increase shareholder value) Its easy to say shareholder value is important. Not so easy to make it influence the decisions that are made every day: where to spend time and resources, how best to get things done, and, ultimately, how to win in the competitive marketplace. This Map is designed to accelerate the connection between actions you can take and shareholder value. It is not rocket science and it is not complete, but it can jump-start the process of focusing on the things that matter most and then choosing practical ways to get them done. Here are two simple ways to use it: Start at the top. Working your way down, at each step ask yourself, How will we improve this? This will help ensure that your tactics support your objectives. Start at the bottom. Working your way up, at each step ask yourself, Why are we doing this? This will help ensure that every tactic leads to shareholder value. Improve breadth, depth, quality and timeliness of manag- erial information Improve/implement internal control frameworks and policies Strengthen and communicate governance policies and procedures Align internal audit practices with business and risk objectives Improve communi- cation between the board, management, shareholders and the public Improve mechanisms for collecting and implementing employee ideas Build innovation and improvement into rewards and incentives Improve mechanisms for soliciting and addressing stakeholder feedback Develop/integrate global HR practices (internal/external, onshore/ offshore, etc.) Income Taxes Improve Income Tax Efficiency Income Tax Management Governance Improve utilization of telecom tax incentives (credits, exemptions, etc.) Improve profitability of R&D efforts through utilization of tax and economic develop- ment incentives Improve profitability of R&D efforts through utilization of tax and economic develop- ment incentives Improve tracking and recovery of indirect taxes (sales/use, VAT, GST, etc.) Ensure tax planning activities and tax filings comply with regulatory environ- ment Increase account- ability of business unit leaders for tax impact of decisions Improve coordination of operational, invest- ment, financial, M&A, and tax strategies across business units Utilize tax-effective corporate structures for ownership/licens- ing of intangible assets (patents, trade names, IP, etc.) Improve benchmark- ing of global effective tax rate against industry peer group Utilize tax opportuni- ties around risk man- agement activities (hedging transactions, commodities trading, etc.) Defer and reduce federal, state and local quarterly esti- mated tax payments Consider tax incentives in location and selection of facilities Increase focus on post-merger synergy and cost reduction programs Improve breadth, depth, quality and timeliness of business planning information Utilize tax-effective corporate structures for ownership/licens- ing of intangible assets (patents, trade names, IP, etc.) Develop and utilize unique tax expertise Shareholder Value

Transcript of V-Deloitte - Enterprise Value Map

Page 1: V-Deloitte - Enterprise Value Map

Optimize depreciationmethods/lives forproperty, plant andequipment

Optimize valuationand costing methodsfor inventories(LIFO, FIFO, uniformcapitalization, shrinkage,obsolescence, etc.)

Ensure full utilizationof tax carryforwards(credits, net operatinglosses, capital losses, etc.)

Consider tax implica-tions in the location/selection of facilities(distribution centers, servicecenters, branches, etc.)

Improve salesforecasting andcampaign executionprocesses and tools

Improverelationship/accountdevelopmentprocesses

Improve skills ofsales staff

Provide staff withbetter customerinformation(demographics, inquiryhistory, etc.)

Improve staffincentives aroundsales efficiency

Improve processesfor generating,qualifying andassigning leads

Improvefield sales andtelesalesprocesses

Consolidate/realignsales territories

Improve terms withsales channels

Improve terms withservice providers(network services, airlines,information services, etc.)

Improve terms onleased sales assets(computers, vehicles, etc.)

Target newgeographies

Target new segmentswithin currentgeographies

Expand sales andadvertising channels

Acquire new productand service offerings

Pursue joint-venture,partnership and OEMarrangements

Increase focus onhigh-value/high-potential customers

Increase focus onmost profitableproducts and services

Increase focus onmost effective salesand advertisingchannels

Improve brandstrength and good will

Increase time spentselling

Improve quality andassignment of salesleads

Improve access toinformation andanalytical tools

Improve sales andmarketing skills ofstaff

Improve alignment ofstaff incentives withstrategic objectives

Improve effectivenessof marketing,advertising and salesprocesses

Tailor marketing andsales approaches tocustomer segments

Tailor products andservices to newcustomer segments

Evolve product andservice features,functionality and value

Improve totalcustomer experience(purchasing, fulfillment,usage, support, service,etc.)

Increase focus onhigh-value/high-potential customers

Improveresponsiveness tocustomer complaints/feedback

Improveunderstanding ofcustomer needs

Proactively managetransition points(life events, ends ofcontracts and leases, etc.)

Tailor accountmanagementapproaches tocustomer segments

Maintain competitivefunctionality and value

Tailor cross-sell/up-sell offers to customerneeds

Implement pricing andaffinity programsbased on volume andbreadth

Offer value-addingproduct and servicebundles

Improve effectivenessof cross-sell/up-sellprocesses

Implement proactiveand reactive cross-sell and up-sellcampaigns

Improve staffincentives for cross-selling/up-selling

Improve identificationof cross-sell/up-sellopportunities

Increase focus onhigh-value/high-potential customers

Increase focus onmost profitableproducts and services

Increase focus onmost effective salesand advertisingchannels

Improve retention andwin-back processes

Build customersatisfaction andretention into staffincentives

Improveunderstanding ofchurn/defectiondrivers

Improve identificationof churn/defectioncandidates

Increase focus onhigh-value /high-potential customers

Improvecompetitiveness ofproduct and serviceofferings

Shorten time-to-market

Improve brandawareness / Elevatebrand image

Increase emphasison supply chainmanagement(production, distribution andsales pipelines)

Obtain exclusiveagreements withpartners(licenses, distributorships,etc.)

Improve features andfunctionality ofproducts and services

Improve quality andreliability of productsand services

Improve product andservice lifecyclemanagement

Improvecommunication andcoordination withdistribution centers

Improvecommunication andcoordination withsales channels

Improve focus onhigher-valuesegments

Rationalize and/orrefocus channel/media usage

Rationalize and/orrefocus product andservice portfolios

Rationalize targetedcustomer segments

Improve campaigndesign andmanagementprocesses and tools

Improve skills ofmarketing staff

Improve staffincentives aroundmarketing efficiency

Provide staff withbetter market andcustomer information

Improve definition ofproduct and servicespecification

Improve product andservice launchprocesses

Provide staff withbetter competitiveinformation

Improve tailoring ofmarketing andadvertisingapproaches tocustomer segments

Improve terms withadvertising channels

Improve terms withservice providers(researchers, informationservices, advertisingchannels, etc.)

Improve emphasis onproduct quality andease of service

Design products forease-of-use / self-service

Route low-valuetransactions to lower-cost sales channels

Improve routing ofservice requests toappropriate staff

Increase use of lower-cost service andinformation channels(contact centers, automatedvoice response, web, etc.)

Improve workforceplanning and dispatchprocesses and tools

Improve capacity/demand planningprocesses, skills andtools

Improve service andsupport processes

Improve skills ofservice staff

Provide staff withbetter customerinformation(profiles, transactionhistories, etc.)

Improve incentivesaround serviceefficiency andeffectiveness

Improve terms withservice providers(network services,outsourced functions, etc.)

Improve terms onleased service assets(computers, vehicles, etc.)

Improve forecasting,planning andprioritization skills andtools

Improve creditanalysisprocesses

Improve skills of ordermanagement andbilling staff

Provide staff withbetter customer andorder information

Improve incentivesaround ordermanagementefficiency

Improve pick, packand ship processes

Improveprovisioning/installation processes

Improve invoicing/billing processes

Improve policies andprocesses aroundmerchandise returns

Improve terms withservice providers(delivery services,outsourced functions, etc.)

Improve terms onleased assets(computers, vehicles, etc.)

Consolidate and/orre-architect datastores

Increase utilization ofIT, telecom andnetwork resources(servers, routers, networkcapacity, etc.)

Improve design,development andtesting processes

Improve processes formanaging systemoperations, mainten-ance and changes

Improve end-usersupport andadministrationprocesses

Improve selection,acquisition andcontractingprocesses

Improve installation/deploymentprocesses

Improve technical andproject managementskills of staff

Improve dispatch,diagnostic, resolutionand replacementprocesses

Improve incentivesaround IT/networkefficiency

Improve terms withservice providers(contractors, networkservices, consultants, etc.)

Improve terms onpurchased and leasedassets (PCs, servers,network equipment, leasedlines, etc.)

Improve terms onpurchased and leasedreal estate, furnitureand fixtures

Increase utilization ofreal estate

Improve capacity/demand planningprocesses and tools

Improve real estatedesign and develop-ment processes

Improve operationalprocesses(administration, security,energy, HVAC andmaintenance)

Improve real estateselection, acquisitionand contractingprocesses

Improve real estateimprovement anddeploymentprocesses

Improve terms withservice providers(security, energy, etc.)

Improve terms onimprovements(HVAC, cabling, etc.)

Improve terms withthird-party productand service providers(payroll, benefits, training,etc)

Reduce salary andbenefits costs /Improve value ofemployee benefits

Improve capacity/demand planningprocesses and tools

Implement/improvecompany-wideprocesses and toolsfor assessing staffperformance

Improverecruitment andorientation processes

Improve skills of HRstaff

Provide staff withbetter HR informationand tools

Improvetrainingprocesses

Improve salary andbenefits administra-tion processes /Increase employeeself-service

Improvepayrollprocesses

Improveperformanceassessmentprocesses

Rationalize/consolidate vendorportfolio

Increase focus onhigher-value vendorpartnerships

Improve collaborationwith vendors

Increase use of lower-cost channels(self-service, etc.)

Improve assignmentof procurementtransactions toappropriate staff

Improve demandplanning processesand tools

Improve productprocurementprocesses(equipment, supplies, etc.)

Improve serviceprocurementprocesses(travel, contract labor, etc.)

Improve contractingand negotiation skillsof procurement staff

Provide staff withbetter product andservice information

Improve incentivesaround procurementefficiency

Improve terms onequipment andsupplies

Improve terms withservice providers(equipment maintenance,delivery, warehousing, etc.)

Improve terms withservice providers(information services,consultants, etc.)

Improvestrategic planningprocesses

Improve skills ofbusinessmanagement staff

Provide staff withbetter managerialinformation and tools

Improve incentivesaround businessplanning efficiency

Improveprogram planningprocesses

Improve capitalbudgetingprocesses

Improveprogrammanagementprocesses

Improveaccounting andmeasurementprocesses

Improve terms withfinancial servicesproviders

Improvecash/treasurymanagementpractices

Improve skills offinancial managementstaff

Improve incentivesaround financialmanagementefficiency

Improve debt andequity managementprocesses

Increase focus onmaterials-efficientproductionmechanisms

Rationalize and/orrefocus productportfolio

Increase emphasis ondesigning formaterials efficiency

Rationalize/consolidate vendorportfolio

Focus efforts onhigher-value vendorrelationships

Improve terms onmaterials purchases

Rationalize orderquantities and timing

Improve materialsperformancemanagementmethods and tools

Improve demandforecastingprocesses, skills andtools

Improve ordering andreceipt processes(raw materials, intermediatematerials, finishedcomponents, etc.)

Improve materialsefficiency ofproduction processes

Improve contractingand negotiation skillsof purchasing staff

Provide staff withbetter productinformation and tools

Design products touse cost-effectivematerials

Improve terms withservice providers(delivery, warehousing, etc.)

Rationalize and/orrefocus productportfolio

Improve focus onhigher-value products

Rationalize productionquantities and timing

Increase use of lower-cost productionchannels

Improve terms withservice providers(outsourced functions, etc.)

Improve termson equipmentpurchases

Improve productionperformancemanagementmethods and tools

Improve demandforecastingprocesses, skills andtools

Improve capacityplanning processes,skills and tools

Improveproduction schedulingand stagingprocesses

Improve utilization ofproduction channels /Reduce downtime

Improve skills ofproduction staff

Provide staff withbetter productioninformation and tools

Improve incentivesaround productionefficiency

Improve coordinationwith businesspartners

Improvemanufacturing andquality controlprocesses

Rationalize and/orrefocus productportfolio

Rationalize/consolidate vendorportfolio

Improve focus onhigher-value vendorrelationships

Improve terms onmerchandisepurchases

Rationalize orderquantities and timing

Improvemerchandisingperformancemanagementmethods and tools

Improve demandforecastingprocesses, skills andtools

Improve assignmentof transactions toappropriate staff

Improvemerchandiseordering and receiptprocesses

Improve skills ofmerchandising staff

Provide staff withbetter information andtools

Improve incentivesaround merchandisingefficiency

Improve coordinationwith vendors

Improve terms withservice providers(delivery, warehousing, etc.)

Rationalize and/orrefocus productportfolio

Increase emphasis ondesigning andpackagingfor distribution

Increase quality andconsistency ofmaterials

Rationalize productionquantities and timing

Rationalizemerchandise orderquantities and timing

Increase use of lower-cost logistics anddistribution channels

Improve inventoryreceipt and storageprocesses

Improve transport anddelivery processes/algorithms

Improve skills ofinventory anddistribution staff

Provide staff withbetter information andtools

Improve incentivesaround inventory/distribution efficiency

Improve logisticsperformancemanagementmethods and tools

Improve demandforecastingprocesses, skills andtools

Improve terms withservice providers(transport, warehousing,etc.)

Improve focus onhigher-value customersegments andproducts

Rationalize and/orrealign productdevelopmentefforts

Increase use of lower-cost productdevelopmentchannels

Improve productconception/initiationprocesses

Improve utilization ofproduct developmentchannels

Improve skills ofproduct developmentstaff

Improve definition ofproduct and servicespecifications

Improve incentivesaround productdevelopmentefficiency

Improveprototyping, pilotingand testing processes

Improvedesign anddevelopmentprocesses

Improve identificationand discontinuation ofunsuccessfulefforts

License or acquireproducts andintellectual property

Develop businessmodels with low realestate requirements

Reduce number ofdata centers, branchoffices, dealerships,retail outlets, etc.

Outsource businessfunctions

Increase use ofleased real estate

Improve termson property andfacilities

Reconfigure facilities /Increase utilization offacilities

Increase use offlexible facilities

Divest low-utilizationreal estate

Rationalize and/orrefocus product andservice portfolios

Outsource businessfunctions

Increaseuse of leasedproduction equipment

Improve terms on ITsystems

Increase use offlexible/expandableproduction equipment

Increase emphasis ondesign formanufacturability andservice

Divest low-utilizationequipment

Improveeffectiveness of plantmaintenance

Improve termson infrastructure

Divest low-utilizationinfrastructure

Increaseuse of flexible andexpandableinfrastructure

Increase use ofleased infrastructure

Rationalize and/orrefocus productportfolio

Rationalize and/orrefocus customersegments anddistribution channels

Develop low-Inventorybusiness models

Increase emphasison build-to-order

Improve terms onmerchandise

Improvecollaboration withvendors/partners

Improvedemand forecasting

Consolidateinventory

Improve logistics/distribution efficiency

Divest low-demand/obsolete inventory

Rationalize and/orrefocus productportfolio

Shorten productioncycles

Rationalize rawmaterials

Increase use of just-in-time procurement

Improvedemand forecasting

Improve terms onmaterials

Divest obsoletematerials

Coordinatemanagement ofcredit/receivablesacross business units

Increase focus oncustomer segmentswith low credit/loanneeds

Tighten credit/loanterms

Improve assessmentand benchmarking ofcredit/receivablesperformance

Improve managementof delinquentaccounts

Coordinatemanagement ofpayables acrossbusiness units

Leverage credit ratingto lengthen paymentcycles and reduceinterest rates

Leverage breadth ofvendor relationshipsto lengthen paymentcycles

Improve managementof debt portfolio

Improve identificationand prediction ofindustry and markettrends

Improve identificationof opportunities andthreats

Improve strategydevelopment capa-bilities at corporateand business-unitlevels

Improve alignment ofbudgets and capitalprograms withstrategic priorities

Improve executivedevelopment,recruiting andsuccession planning

Improve identification,assessment andexecution ofM&A/divestitureopportunities

Improvecommunication ofstrategic directionsand priorities

Improve structuringand launch ofcohesive programportfolios

Improve coordinationand communicationacross programs andprojects

Improve program/project managementmethods and tools

Improve alignment ofprojects with programand businessobjectives

Improvemeasurement andreporting ofoperational andfinancial performance

Improve analysis ofmanagerialinformation

Improve focus onmost importantmanagerialinformation

Improvecommunicationaround improvementpriorities

Improve abilityto launchimprovement efforts

Improve quality andconsistency ofperformanceassessment methods

Improve careeroptions and paths

Align managementand staff incentiveswith companyperformance

Improve monetaryand non-monetaryrecognition of staffcontributions

Improve breadth,depth, quality andtimeliness of perform-ance information

Improve effectivenessof organizationalstructures andgovernance models

Increase emphasis onquality managementand benchmarking

Improveprocess innovationskills of staff

Improve depthand breadth of stafftechnical skills

Improve qualityand speed ofcommunication withpartners

Improve ability tointegrate mergedand acquiredorganizations

Improve ability toidentify and assesspartneringopportunities

Improvemanagement ofpartner relationships

Improve integration ofbusiness processesacross partnernetworks

Improve valuedelivered tocustomers

Improve valuedelivered to partners(vendors, channel partners,etc.)

Improve valuedelivered toemployees

Improve identificationof opportunities toincrease value tostakeholders

Improve understand-ing of stakeholderinterests (customers,shareholders, regulators,employees, suppliers,partners, alumni, etc.)

Improve conversion ofstrong relationshipsinto sources of com-petitive advantage

Improvecommunication withstakeholder groups

Improve agility andflexibility oforganizationalstructures

Improve agility andflexibility ofgovernance models

Improve flexibilityof businessprocesses

Improve versatility ofmanagers and staff

Improve flexibilityand versatility of ITsystems andplatforms

Rationalizecustomer portfolio

Improveresponsiveness tocustomer requestsand inquiries

Improve tracking ofcustomer interactions(purchases, supportrequests, etc.)

Improve identificationof valuable customerrelationships

Refocus and/or refineretention priorities andstrategies

Create barriers toswitching

Solicit and respond tocustomer feedback

Implement affinityprograms

Increase emphasison differentiatedproducts and services

Improve demandforecasting

Improveunderstanding ofcustomer, productand channelprofitability

Consolidate oroutsource service andsupport operations

Differentiate servicetreatment ofcustomers/segments

Provide staff withbetter product andservice information

Improve financialrisk managementprocesses

Increase use of lower-cost delivery/installation channels(self-service, partners, etc.)

Increase use of lower-cost billing channels(automated, self-service,etc.)

Differentiate treatmentof customers/segments

Improve emphasis ondesign for packing/shipping efficiency

Consolidate oroutsource orderfulfillment functions(pick, pack and ship,install, provision, etc.)

Consolidate oroutsource billingoperations

Consolidate oroutsource design,development anddeployment services

Consolidate oroutsource operationsand maintenanceservices

Consolidate oroutsource end-usersupport

Consolidate companyreal estate/facilities

Consolidate oroutsource design anddevelopmentfunctions

Rationalize ITapplication portfolio

Consolidate oroutsourceimprovement anddeployment

Consolidate oroutsource propertymanagementfunctions

Increase use of lower-cost real estate andfacilities / Relocatebusiness operations

Consolidate oroutsource benefitsadministrationfunctions

Consolidate oroutsource payrollfunctions

Consolidate oroutsource recruitmentfunctions

Refine vendorstrategies

Standardize productcatalogs(equipment, office supplies,promotional materials, etc.)

Consolidate oroutsourceprocurement functions

Consolidate and/oralign businessplanning,management andreporting functions

Improve alignment oforganization struc-tures and governancemodels with businessstrategies

Consolidate and/oralign financialplanning,management andreporting functions

Consolidate and/oralign financialaccounting andanalysis functions

Improve incentivesaround procurementefficiency

Increase emphasis ondesign for productionefficiency

Consolidate oroutsource productionfunctions

Refine/alignlogistics anddistribution strategies

Increase focus onhigher-value productsand partners

Consolidate/outsource logisticsand distributionfunctions

Rationalize and/orrefocus product andservice portfolios

Consolidate oroutsource productdevelopmentfunctions

Increase emphasis onmodular, extensible,scalable designs

ConsolidateIT systems,production lines andservice mechanisms

Increase emphasis onhigh-turn products

Increase emphasis ondesigning formanufacturingefficiency

Improvecollaboration withvendors/partners

Increase emphasis ondesigning formaterials efficiency

Increase focus onvendors withfavorable paymentterms

Increase emphasison risk-informed,scenario-basedplanning

Increase emphasis onenterprise-wideprogram planning andcollaborative programdelivery

Increase emphasison continuous,proactive perform-ance management

Improvedetermination of keyperformance metricsand targets

Establish a culturecentered onoperationalexcellence

Increase focus onpartnership, mergerand acquisitionopportunities

Increase focus onstakeholderrelationships

Establish processimprovement andinnovation as keycompetencies

Establishmanagement of keystakeholderrelationships asorganizational priority

Increase focus onbusiness agility andflexibility

Establish agility andflexibility as keycompetencies

Increase integration ofbusiness processesacross organizationalboundaries

Improvepartnership andcollaboration skills ofstaff

Improve utilization ofsales staff

Improve utilization ofservice staff

Provide staff withbetter product, serviceand competitiveinformation

Implement integratedapplications acrossorganizationalboundaries

Consolidate IT,telecom and networkequipment andfacilities

Utilize moreefficient productionequipment

Improve quality andconsistency ofmanufacturingmaterials

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Improve value /Decrease prices

Improve assessmentand benchmarking ofbusiness processperformance

Improve sharing ofknowledge acrossorganizationalboundaries

Improve sharing ofknowledge acrossorganizationalboundaries

Improve businesscontinuity planningand disaster recoverycapabilities

Improve ability todevelop and spin-offnew businesses

Increase focus on riskmanagement andregulatory compliance

Improve focus onprice-insensitivecustomer segments

Increase emphasis ondifferentiated pricingacross customersegments

Improveunderstanding ofcustomer pricesensitivity

Align advertising withpricing strategies

Improve tailoring ofofferings to customerneeds

Increase use ofdifferential pricingmechanisms (based oncustomer value, risk, etc.)

Increase emphasison preventiveequipmentmaintenance

Defer/change timingof capital investments

Increase utilization ofproduction equipment

Increase focus onmanagerial, forward-looking information

Improveunderstanding ofproduct/service valueto customers

Increase focus onpricing effectiveness/price optimization

Increase focus onR&D, productinnovation, andproduct leadership

Broaden product andservice offerings

Improve product/service R&Dand deploymentcapabilities

Adapt currentproducts and servicesfor new segments/channels

Improve product- andservice-innovationskills of staff

Increase emphasis onservice prevention /Reduce need forservice

Increase emphasis ondesigning for serviceefficiency and self-service

Route low-valuetransactions to lower-cost sales channels

Improve routing ofservice requests toappropriate servicechannels

Increase use ofcheaper servicechannels

Improve serviceperformancemanagementmethods and tools

Improve workforceplanning, dispatchand assignmentprocessesand tools

Improve capacity/demand planningprocesses, skills andtools

Improve service andsupport processes

Improve skills ofservice staff

Provide staff withbetter customerinformation(profiles, transactionhistories, etc.)

Improve staffincentives aroundservice efficiency

Improve terms withservice providers(outsourced services,network services,information services, etc.)

Improve terms onleased service assets(computers, vehicles, etc.)

Consolidate oroutsource serviceoperations

Differentiate treatmentof customers/segments

Provide staff withbetter product, serviceand contractinformation

Rationalize and/orrefocus servicesoffered

Improve utilization ofservice staff

Improve focus onhigher-value customerrelationships

Convert free servicesto fee-based services

Align product andservice prices withvalue to customers

Establish product,service and processinnovation as keycompetencies

Improve productinnovation processes

Improve product,service and processinnovation skills ofstaff

Improve assignmentof accountability andauthority

Improve effectivenessof organizationalstructures

Dynamically cancel orredirect ineffective/obsolete programsand projects

Improve tracking andcommunication ofprogram/projectprogress

Improve assignmentof resources toprojects

Improve program/project managementskills of staff

Improve managementof vendors/serviceproviders

Establish program/project delivery as akey competency

Improve alignment ofcustomer, product,advertising, sales,service, support, andfulfillment strategies

Develop, spin-off andsell new businesses

Improve investmentreturns on cash/treasury funds

License or sellintellectual capital toother enterprises

Improve brandstrength and good will

Improve brandstrength and good will

Sell appreciatedassets

Increase emphasis ongenerating revenuefrom company assets

Increase focus ondeveloping andprotecting intellectualcapital

Increase focus oncreditworthy customersegments

Improve collectionsprocesses

Improve andstandardize creditassessmentprocesses

Differentiate credittreatment ofcustomers/segments

Improveunderstanding ofcustomer needs

Increase focus onexpansion ofcustomerrelationships

Improve product andservice withdrawaland retirementprocesses

Acquire competitors

Improveestablishment of andadherence to service-level targets

Increase use ofdistance/on-linelearning

Establish customercommunities

Improve cross-selland up-sellapproaches/models

Apply brand to newand unbrandedproducts

Develop and leveragestrong/unique partnerrelationships

Develop and leveragestrong brand

Develop strongcustomerrelationships andcommunities

Develop and utilizeunique physicalresources(facilities, land, etc.)

Develop and utilizeunique humanresources(thought leaders, managers,subject matter experts, etc.)

Develop and leverageintellectual capital(copyrights, patents,trademarks, etc.)

Increase focus onstrategic assets

Improve assetdevelopment skills ofmanagement andstaff

Improve incentivesaround assetdevelopment

Establishdevelopment ofstrategic assets as akey competency

Increase emphasis onleveraging strategicassets

Shorten productioncycles

Improve developmentand analysis ofbusiness cases

Improve security ofapplications, systemsand data

Improve costaccounting andallocation of shared/overhead costs

Improve recruitingeffectiveness

Improve relationshipmanagementstrategies for keystakeholder groups

Improve valuedelivered toshareholders

Rationalize and/orrefocus product andservice portfolios

Rationalize and/orrefocus product andservice portfolios

Improve physicalsecurity of people

Improvecommunication andknowledge transferacross organizationalboundaries

Consolidate oroutsource learningand developmentfunctions

Increase emphasison people/talentdevelopment

Improve talentmanagement modelsand programs

Improve identificationof stakeholder groupsand establishment ofpriorities

Improve valuedelivered to otherstakeholders(public, alumni, analysts,etc.)

Shorten order-to-delivery cycle time /Improve product andservice availability

Increase emphasison design forconfigurability/customization

Improve platform andportfolio strategies forproducts and services

Increase emphasis ontime-to-market andtime-to-production-volume

Increase number andquality of product andservice launches

Increase utilization ofmodular, reusabledesigns

Improve collaborationwith design,development andproduction partners

Improve reuse ofproduct and servicecomponents

Improve managementof product lifecycles(launch through retirement)

Increase emphasis onaccount/relationshipdevelopment

Improve accountmanagement skills ofstaff

Improve incentives forproduct developmentand innovation

Improve incentives foraccount/relationshipdevelopment

Improve accountmanagementstrategies

Shorten order-to-delivery cycle time /Improve product andservice availability

Improve totalcustomer experience(purchasing, fulfillment,usage, support, service,etc.)

Improve execution ofmarket- and supply-driven promotions

Improve structuringand pricing ofpromotions

Improve coordinationwith suppliers andsales channels

Improve use ofsupply- and capacity-driven promotions

Increase use ofpromotions

Rationalize and/orrefocus product andservice portfolios

Improve focus onsegments with loweraverage cost-to-serve

Improve collaborationwith partners andcustomers

Increase use ofvendor-managed/vendor-warehousedinventory

Improve due-datereliability

Manage procurementon a national/globalbasis

Utilize national/globalpurchasing power

Increase focus oncomponent reuse

Reduce procurementcycle times

Improve collaborationwith vendors

Improve design/structure ofdistribution networks

Align production andmerchandise orderingschedules withdistribution schedules

Improve retrievalprocesses

Manage purchasingon a national/globalbasis

Refine and/or alignmerchandisingstrategies(central vs. localmerchandising, etc.)

Improve use ofnational/globalpurchasing power

Increase use ofvendor-managed/vendor-warehousedinventory

Increase use ofvendor-managed/vendor-warehousedinventory

Increase use ofvendor-managed/vendor-warehousedinventory

Improve product andservice introduction/launch processes

Rationalizeproduction facilities

Rationalize productionquantities and timing

Rationalizemerchandise orderquantities and timing

Increase use ofvendor-managed/vendor-warehousedinventory

Rationalize productionquantities and timing

Increase emphasis onuse of commoncomponents

Increase utilizationof standardizedcomponents

Manage materialssourcing on anational/global basis

Increase use ofvendor-managed/vendor-warehousedinventory

Increase emphasis oncustomer retention

Proactively managetransition points(life events, ends ofcontracts and leases, etc.)

Offer value-addingproduct and servicebundles

Improve focus onemployee retention

Improve employeeretention programs

Utilize more efficientIT systems

Utilize moreflexible/expandable ITsystems

Improve maintenanceof IT systems

Increase utilization ofIT systems

Divest low-utilizationIT systems

Improve terms onproduction equipment

Improve focus ofcompany resourceson high-priorityinitiatives

Increase emphasis oncross-business-unitand cross-companycollaboration

Increase proactivepursuit ofpartnerships, mergersand acquisitions

Increase emphasis oncustomer satisfaction

Improve qualityassurance programs

Sell or lease excesscapacity to otherenterprises(production capacity, servicecapacity, etc.)

Coordinate pricing ofcomplementaryproducts and services(razors v. blades / product v.shipping charges, etc.)

Improve price/marginknowledge of staff

Build productmargins/profitabilityinto sales incentives

Rationalize portfolio offinancial servicesproviders

Improve audit andcompliancemanagementprocesses

Improve businesscase developmentand analysisprocesses

Improve breadth,depth and quality offinancial information(asset, budget, price/cost,treasury, debtor/creditor,performance, tax, risk, etc.)

Improve budgetingand forecastingcapabilities

Improve financialreporting efficiency

Improve assetmanagementprocesses(fixed and variable assets)

Improve integration ofIT systems acrosspartner networks

Increase emphasis onoperational integrationwith partners

Remove barriers toswitching

Improve contractmanagementprocesses(negotiation, execution andcompliance)

Refine vendor/supplier strategies

Consolidate oroutsourcemerchandisingfunctions

Establishcross-companycollaboration as a keycompetency

Improve performanceand reliability of ITsystems/platforms(applications, equipment,networks, etc.)

Improve breadth,depth, quality andtimeliness of businessinformation

Improve access toand distribution ofbusiness information

Develop and utilizeunique IT resources(applications, networks, etc.)

Improveunderstanding ofcurrent customersatisfaction

Improve visibility ofcustomerrelationships andinteractions across allchannels

Improve adherence tocontracts andagreements

Increase focus onhigher-value productsand services

Improve focus onhigher-valueadvertising channels/media

Focus sales efforts onhigher-marginproducts and services

Increase use of lower-cost sales channels(telesales, outlets, self-service, etc.)

Improve focus onhigher-valuecustomers/segments

Rationalize and/orrefocus product andservice portfolios

Bypass currentchannels / Selldirectly to customers

Rationalize targetedmarkets and customersegments

Improve analyticalprocesses and tools

Improve channelmanagementprocesses and tools

Outsource propertytax administrationactivities(compliance, assessment,negotiations, etc.)

Improve businessperformance reportingprocesses

Improve alignment ofHR and technologystrategies withbusiness strategies

Improve manage-ment of regulatorycompliance

Develop and leveragepolitical relationshipsand alliances

Develop and cultivategood will

Improve anticipationand understanding ofcurrent and potentialregulations/legislation

Improve effectivenessof legislative/lobbyingefforts

Acquire companies intargeted geographies

Acquire companieswith relationships intargeted customersegments

Improve methods andtools for managingsales and marketingperformance

Acquire companiesaligned with productstrategies

Improve methods andtools for managinginnovationperformance

Increase focus ondivestiture andreinvestment

Divest non-performingand non-strategicbusiness units

Align M&A strategieswith businessobjectives

Improve/standardizeM&A processes

Improveunderstanding ofinternal value andmarket value ofbusiness units

Increase considera-tion of M&A anddivestiture options

Improve accountmanagementmethods and tools

Improve salesperformancemanagementmethods and tools

Improve retentionperformancemanagementmethods and tools

Improve managerialmethods and tools

Improve methods andtools for managingdemand/supplyperformance

Improve methods andtools for managingpricing performance

Improve marketingand advertisingperformancemanagementmethods and tools

Improve salesperformancemanagementmethods and tools

Improve service andsupport performancemanagementmethods and tools

Improve ordermanagementmethods and tools

Improve procurementperformancemanagementmethods and tools

Improve real estateperformancemanagementmethods and tools

Improve HRperformancemanagementmethods and tools

Improve/consolidateIT performancemanagementmethods and tools(utilization, performance,capacity planning, etc.)

Improve productdevelopmentperformancemanagementmethods and tools

Improveunderstanding ofbusiness unitperformance andmarket values

Consolidate devicemanagementinformation and tools

Improve alignment ofcapital budgets andprogram plans withbusiness priorities

Improve alignment ofbusiness unitstrategies withenterprise strategies

Improve alignment offinancial strategieswith corporatestrategies

Strengthenenterprise-widefinancial reportingstandards

Increase focus onbusiness insight andforward-lookinginformation

Improve integration ofshort- and long-termbusiness planning

Improve leadershipand managementskills of executives

Increase emphasis oncontinuous, proactivemanagement ofinvestment portfolios

Improve vendormanagement skills ofstaff

Improve involvementof operational staff inproject delivery

Improveaccountability/authority of programand project resources

Improve effectivenessof program/projectgovernance models

Increase focus on keyperformance metrics

Increase focus onbusiness continuityplanning

Increase focus onproject quality andrisk management

Increase focus onrealization of targetedbusiness benefits

Improve identificationand management ofprogram/project risks

Continuously trackand manage therealization of projectbenefits

Structure programs/projects to deliverbenefits progressively

Improve access toand distribution ofperformanceinformation

Improveunderstanding ofpartner strengths,weaknesses andinterests

Improve ability tostructure andimplement durable,mutually beneficialpartnerships

Improve agility andflexibility of partnerorganizations andnetworks

Develop and utilizeunique productionresources(methods, equipment,facilities, etc.)

Rationalize/consolidate vendorportfolio

Improve coordinationof payments acrossbusiness units

Improve assessmentand benchmarking ofA/P performance

Refine days-outstanding strategy

Improve alignment ofA/P systems andprocesses with days-outstanding strategy

Refine credit/days-receivable strategy

Improve managementof credit risk acrossbusiness units

Improve managementof credit/loan portfolio

How Value is Created(Value Drivers)

What You Can Do(Improvement Levers: Business Processes,Assets and Organizational Capabilities)

Other Shared / Corporate Services(Real Estate, Procurement and Other)

Human Capital Strategy and Management(Recruitment, Development, Administration andPerformance Management)

IT Strategy and Management(Design, Development, Deployment, Operations andPerformance Management)

Business Strategy and Management(Business and Financial Strategy, Mergers and Acquisitions, TaxManagement, Risk Management, Compliance Management, ProgramManagement and Performance Management)

Customer Strategy, Relationships and Interactions(Marketing, Sales, Delivery/Provisioning, Billing and Service)

Product Strategy, Development and Production(Innovation and Design, Supply Chain Management, ProductionOperations and Logistics)

BUSINESS PROCESS GROUPINGS

All Process Groupings(Action may apply to all processes)

Change What You Do

- What you provide- Whom you target and serve- How you compete- Where you deploy resources- Which operations you outsource

Do What You Do Better- Strengthen governance approaches- Align resources with strategies- Improve business processes- Hone strategic capabilities- Manage tax impacts and opportunities- Improve control / reduce risk- Collaborate more effectively- Satisfy customers, employees and

other stakeholders

Note: Many actions could logically be associated withother or multiple process groupings. For example,many customer and product actions are likely to haveheavy IT and HR components.

Acquire New Customers Retain and Grow CurrentCustomers

Leverage Income-Generating Assets Strengthen Pricing

ImproveCustomer Interaction

Efficiency

ImproveCorporate/Shared Services

Efficiency

ImproveDevelopment & Production

Efficiency

ImproveLogistics & Service

ProvisionEfficiency

ImprovePP&E

Efficiency

ImproveInventoryEfficiency

ImproveReceivables & Payables

Efficiency

ImproveManagement & Governance

EffectivenessImprove

Execution Capabilities

Marketing &Sales

AccountManagement

Cross-Sell/Up-Sell Retention

Demand &Supply

ManagementPrice

OptimizationMarketing &Advertising Sales

CustomerService &Support

OrderFulfillment &

BillingIT, Telecom &

Networking Real Estate HumanResources

Procurement(Excluding Production

Materials &Merchandise)

BusinessManagement

FinancialManagement Materials Production MerchandisingLogistics &

DistributionProduct

DevelopmentReal Estate &Infrastructure

Equipment &Systems

FinishedGoods

Work inProcess &

Raw Materials

Accounts,Notes &Interest

Receivable

Accounts,Notes &InterestPayable

BusinessPlanning

ProgramDelivery

BusinessPerformanceManagement

OperationalExcellence

Partnership &Collaboration

RelationshipStrength

Agility &Flexibility

Product &Service

InnovationServiceDelivery

Cash/AssetManagement

StrategicAssets

Volume Price RealizationSelling, General &

Administrative(SG&A)

Cost of Goods Sold(COGS)

Property, Plant &Equipment

(PP&E)Inventory Receivables

& Payables Company Strengths External Factors

Revenue Growth Operating Margin(after taxes)

Asset Efficiency Expectations

Improve customerincentives foraccelerated/on-timepayment

Improve cross-selling/up-sellingskills of staff

Improve customerservice and retentionskills of staff

Increase focus onproduct innovation

Improve managementof trade/indirect taxes(sales/use, VAT, GST, etc.)

Improve tax collectionand remittanceprocesses

Improve managementof international staffcosts(immigration, payroll, staffsupport, international equity,etc.)

Utilize availablefederal, state andlocal employment/training incentives

Improve technologyand data riskmanagementprocesses

Improve compliancemanagementprocesses

Improve tax manage-ment processes(direct and indirect taxmanagement)

Optimize tax benefitsassociated with self-constructed assets(plant, facilities, internally-used software, etc.)

Improve managementof transfer pricing

Improve managementof trade and indirecttaxes (sales/use , VAT,GST, etc.)

Improve managementof transfer pricing

Improve incorporationof risk analysis inbusiness planning(internal and external risk)

Integrate tax oppor-tunities and issuesinto business planningprocesses

Improve identificationand mitigation ofoperational risk(people, process, tech-nology, data, etc.)

Improve quality ofinformation providedto stakeholders(accuracy, timeliness,transparency &predictability)

Develop and utilizeunique informationresources (customer,product, market, etc.)

Improve managementof organizationalchange in support ofinitiatives

Improve operationalrisk managementprocesses

Improve considerationof tax implications inthe acquisition anddisposition of assets

Maximize tax benefitsassociated with majorbusiness decisions(M&A, consolidation, out-sourcing, site selection, etc.)

Increase emphasis onpermanently loweringthe company'seffective tax rate

Improve accuracy andtimeliness of taxprovision and cashoutflow forecasts

Improve focus of taxfunction/departmenton proactive taxplanning

Integrate tax oppor-tunities and issuesinto business planningprocesses

Optimize accountingmethods and selec-tion of accountingperiods

Migrate income tolow-tax jurisdictions

Utilize internationalfinancing opportuni-ties to minimize after-tax borrowing costs

Optimize expense vs.capitalization of costs(M&A costs, R&D costs,etc.)

Improve identificationand application ofR&D tax incentives

Improve ability toutilize offshore cash/assets and movebetween geographies

Improve ability toutilize offshore cash/assets and movebetween geographies

Improve managementof transfer pricing

Improve ability toutilize offshore cash/assets and movebetween geographies

Ensure propervaluation of propertyfor tax purposes

Build tax opportunitiesinto real estatetransactions(income deferral, locationcredits and incentives,leasing terms, etc.)

Improve tax benefitsof compensation andbenefit programs(deferred and equity-basedcomp; retirement andhealthcare benefits, etc.)

Manage payroll taximpacts of businessinitiatives(M&A, consolidation,restructuring, relocation etc.)

Optimize utilization ofavailable sales/usetax exemptions

Improve managementof indirect taxes(sales/use, VAT, customsduties, etc.)

Ensure adequatedocumentation ofsignificant taxpositions(earnings & profits, transferpricing, tax opinions, etc.)

Accelerate or deferincome/expenses

Clarify governanceroles and responsi-bilities (delegation ofauthority, segregation ofduties, etc.)

Implement/enhanceanonymous employeereporting and feed-back mechanisms

Align compensationand incentive systemswith strategies, valuesand ethics

Improve under-standing of regulatoryrequirements

Strengthen corporategovernance structures(composition, selection,roles, etc.)

Strengthen training/education of boardand audit committees

Strengthen andcommunicate mission,vision, values andethics

Improve focus oninternal controls andregulatory compliance

Build values andethics into corporateculture

Increase emphasis onrisk identification andmanagement

Improve risk planning,mitigation and controlapproaches

Improve monitoringand management ofregulatory compliance

Improve company-wide monitoring andmanagement of risks

Improve identificationand assessment ofrisk (strategic, operational,investment, financial, com-pliance, data/privacy, etc.)

Improve monitoringand management ofrisk and compliance(strategic, operational andfinancial risks; regulatoryand tax compliance)

D e l o i t t e E n t e r p r i s e V a l u e M a p T M

(Practical paths to increase shareholder value)It�s easy to say shareholder value is important.Not so easy to make it influence the decisionsthat are made every day: where to spend timeand resources, how best to get things done, and,ultimately, how to win in the competitivemarketplace.

This Map is designed to accelerate theconnection between actions you can take andshareholder value. It is not rocket science and itis not complete, but it can jump-start theprocess of focusing on the things that mattermost and then choosing practical ways to getthem done.

Here are two simple ways to use it:

Start at the top. Working your way down,at each step ask yourself, How will weimprove this? This will help ensure that yourtactics support your objectives.

Start at the bottom. Working your way up,at each step ask yourself, Why are we doingthis? This will help ensure that every tacticleads to shareholder value.

Improve breadth,depth, quality andtimeliness of manag-erial information

Improve/implementinternal controlframeworks andpolicies

Strengthen andcommunicategovernance policiesand procedures

Align internal auditpractices withbusiness and riskobjectives

Improve communi-cation between theboard, management,shareholders and thepublic

Improve mechanismsfor collecting andimplementingemployee ideas

Build innovation andimprovement intorewards andincentives

Improve mechanismsfor soliciting andaddressingstakeholder feedback

Develop/integrateglobal HR practices(internal/external, onshore/offshore, etc.)

Income Taxes

ImproveIncome Tax

Efficiency

Income TaxManagement Governance

Improve utilization oftelecom tax incentives(credits, exemptions, etc.)

Improve profitability ofR&D efforts throughutilization of tax andeconomic develop-ment incentives

Improve profitability ofR&D efforts throughutilization of tax andeconomic develop-ment incentives

Improve tracking andrecovery of indirecttaxes (sales/use, VAT,GST, etc.)

Ensure tax planningactivities and taxfilings comply withregulatory environ-ment

Increase account-ability of businessunit leaders for taximpact of decisions

Improve coordinationof operational, invest-ment, financial, M&A,and tax strategiesacross business units

Utilize tax-effectivecorporate structuresfor ownership/licens-ing of intangibleassets (patents, tradenames, IP, etc.)

Improve benchmark-ing of global effectivetax rate againstindustry peer group

Utilize tax opportuni-ties around risk man-agement activities(hedging transactions,commodities trading, etc.)

Defer and reducefederal, state andlocal quarterly esti-mated tax payments

Consider taxincentives in locationand selection offacilities

Increase focus onpost-merger synergyand cost reductionprograms

Improve breadth,depth, quality andtimeliness of businessplanning information

Utilize tax-effectivecorporate structuresfor ownership/licens-ing of intangibleassets (patents, tradenames, IP, etc.)

Develop and utilizeunique tax expertise

Shareholder Value

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